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While the stock market may not reflect the upsurge we're feeling, things
definitely are on the upswing. Companies are once again beginning to invest
in growth - building their market position so that when end-user spending
does pick up...and it will...they'll be well positioned to capitalize on
the stronger economy.
Establishing Successful Partnerships
Successful partnerships offer tremendous benefits. They can expand your
market reach, strengthen your market position, increase your opportunities
for profitable revenues, and bring highly profitable sales engagements.
Yet some 90% of all partnerships fail to deliver these results. Why?
In our experience, few companies conduct adequate planning prior to
establishing partnerships. Partners are signed willy-nilly, with little
thought to strategic focus or long-term opportunity
In this article on partnerships - our second in a series - we explore a
process of selecting partners. This process helps to ensure that your
partnerships are both profitable and long-lasting.
Establishing successful partnerships...
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Your Channel Partner's Business is Your Business |
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Channel partnerships represent an efficient method of building your
business. When channel partners know that you have made their business
your business, you have collaborative relationships, which
improve productivity, increase revenue, add value, and cost effectively
expand marketshare.
A good friend of ours, Debbie Depp, President of the Fenemore Group,
explores the issues of coordinating the activities of sales
organizations and channel partnerships. Please take a look at her
article (linked below) and at her related writings on the Fenemore Group
website.
Develop stronger partnerships » |
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Networking Alert! |
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While September may have started off with a bang, October is chock full
of great networking opportunities! Once again, we've identified a number
of great networking opportunities in Boston this month, and have
highlighted a few below:
- The Certified Networker Program Networking Workshop.
Tuesday, October 8th. Attend the Certified Networker Program's
Networking Workshop and learn how to more effectively build your
business through networking.
- Massachusetts Software and Internet Council: Sales & Marketing
Roundtable: Opening Doors to New Prospect Accounts. Thursday,
October 10. Join moderator and marketing veteran Mike Kinkead, CEO of
TIMEblaster for the council's next Sales & Marketing Roundtable.
...and too much more to detail here, including another great JTBN
panel discussion and the upcoming Annual SBANE Member dinner.
Which events should you go to? » |
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Upcoming topics |
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Next issue we'll explore the question:
What does it take to
maintain successful partnerships?
We get this question all the time. Clients want to expand their
market reach without spending any money...yet, successful partnerships
take time, money and effort.
We'll explore some of the key issues in upcoming newsletters. Stay
tuned! |
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Your Comments Appreciated |
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This newsletter represents a forum in which we can discuss the methods
for building that stronger position. To that end, I invite you to reply
to this newsletter with a brief comment on the key issues facing your
business and a couple of recent successes. I'd like to share some of
these (without divulging specifics) with other readers so that we may
all benefit. |
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About the Acelera Group |
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The Acelera Group plans and manages the marketing initiatives to fill
your sales pipeline with high quality prospects, leading to repeatable
business and higher profitability.
In focusing on the intersection of your core competency and market
opportunity, we help you to maximize market, revenue and profit
opportunities. While this may sound like strategy work, we focus on the
hands-on implementation of the marketing initiatives.
If you're interested in growing your business more quickly and
profitably, please contact us at 617.737.7100 to schedule an initial
discussion. We look forward to talking with you!
To contact us... » |
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